We can help you to ensure your teams are structured and designed correctly according to your growth strategy – taking hierarchy, skills and competencies into consideration.
When delivering this process, we look at three key areas:
This informs the three pillars of our service – design, effectiveness and capability.
We work with you to assess the team structure and design you currently have in place. The goal is to answer a key question: will this structure help to fulfil your growth ambitions?
Throughout the process, we take not only your strategy and objectives into consideration, but the needs and wants of your customers too. From experience, we know both elements need to come together in order to design and train highly effective and efficient teams.
We begin by undertaking a diagnostic exercise to understand what your strategy is, how you plan to execute it and if your team design has the structure and people in place to be able to fulfil this.
We'll then work with you to identify any necessary changes so that your team can be primed for success. From this, we move on to measuring effectiveness where we gain a deeper understanding of the skills and capabilities needed to ensure a high performing team.
With your team structure in place, it’s essential to take a closer look at how individuals are performing and if they have the necessary skills and capabilities to fulfil your growth strategy.
This begins with measuring how effective they are against a number of KPIs and factors to understand where they might be underperforming. This helps us to identify opportunities for training and development.
Of course measuring effectiveness of your sales teams is also never a short-term focus. We therefore help you to set a number of benchmarks and KPIs to track the effectiveness of your team longer term.
We use our competency models to:
We have deployed a number of competency models for clients in the past and will work closely with you to identify which of these will be appropriate for your organisation.
After the process is complete, we will document the training and support your team require and can then move on to developing their capability.
We believe that the biggest limitation around training to improve capability is that an employee is sent on a short course and is then expected to immediately excel.
Our capability programme ensures that they are not only trained, but continuously supported – meaning they don’t only learn the theory but improve at the practical application in areas such as category selling or revenue management.
The Sellex Academy ensures your team have the necessary capabilities to drive business growth. Delivered by our experienced and knowledgeable consultants, we offer 12 training modules which are informed by up-to-date knowledge and insight of the selling market place. This allows us to focus on the areas of development your team need most. If you're interested in improving your team capability, discover more about how our Academy can support this.
Our major DIY client was keen to igure out how they could leverage their European level resources, activities and plans at a national level, while maintaining the required level of local market specialism. Find out more below.Read a case study